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Recent Blog Posts

  • “Money back guarantee if not absolutely delighted!”

    Sep 13, 2017 | 13:36 pm

    If you are familiar with advertisements for novelty domestic gadgets (See ‘B List’ TV channels around 3:15am) you will also be familiar with the hyperbole that accompanies everything from the sale of magic cucumber peelers to clockwork vacuum cleaners. The[…]

  • “Oh no please NO!!!……not The Canned Presentation?!”

    Sep 13, 2017 | 13:34 pm

    When the Spanish Inquisition (as reimagined by Monty Python’s Flying Circus) wanted to torture their victims into confessing to heresy there was only one thing for it….the comfy chair! “Oh NO”, Screamed the victim, “NOT the comfy chair!”. In the[…]

  • “ What’s a ‘Strategy’? ….it’s a…you- know…a ‘thingy’ ! “

    Sep 13, 2017 | 13:32 pm

    (The above answer to my question, “Could you define the word Strategy?” came from one of Asia’s top public company CEOs…he wasn’t laughing. He told me I could tell this story but not his name The truth is most people[…]

  • “We’re making you a really generous offer here”

    Sep 13, 2017 | 13:27 pm

    There is a little list of common phrases sentences and questions which unintentionally murder (or at least ‘self-harm’ any persuasive encounter. Successful business persuaders never use them…or at least they struggle not to. The vast majority of average sellers, persuaders[…]

  • “I could have told you that would happen!”

    Sep 13, 2017 | 11:43 am

    People in my family and many of my friends, are blessed with ‘20/20 hindsight’ …they love to be ‘right’…they frequently remind me that they “told me so”. They particularly love my business mistakes and mishaps and use these as a[…]

  • So you’ve finally done it’….(Well done)

    Sep 13, 2017 | 11:39 am

    You’ve ‘Left Your Laptop at Home’ !!….so what now? No presentation No planned pitch…. what to do instead? Vast volumes of research conducted over the past 40 years continues to show that consistently effective sellers do one thing differently: they[…]

  • The first BIG sales lesson “LEAVE YOUR LAPTOP AT HOME”

    Sep 13, 2017 | 11:37 am

    Your first meeting with a potential new customer is dangerous. You may have been planning what you’re going to say to him or her or maybe not planning at all just “see how it goes’. Trouble is mankind (a social[…]

  • How Not to Exhibit Yourself

    Sep 8, 2017 | 13:33 pm

    The British satirist and comedian Peter Cook once wrote a sketch around the idea of an interview between a pompous failed business owner and a TV reporter. “And have you learnt from your mistakes Mr Streebgreebling?” asked the interviewer. “Indeed[…]

  • Rational decision making:…..a bit of a gamble.

    Sep 8, 2017 | 13:30 pm

    People (your prospective customers) rarely say what they mean or mean what they say. So how do you know which of your prospects are likely to turn into ‘sales’ and which are not so likely? A recent investigative experiment into[…]


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